43: Listening to Understand with Robert Pay

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How ‘The Firm’ Can Assist

Robert Pay Bio

Robert Pay is a Contract Business Development Director at Alvarez & Marsal.

For consultants less comfortable with business development it’s helpful to think in terms of ‘the firm’ and what ‘the firm’ can do to assist a client.

Get comfortable through role-playing.

Gain a business development vocabulary that works for you.

It’s just a phone call. It’s how business gets done.

Today in-house legal departments are aware of what specific legal services should cost.

The ability to manage projects is linked to price. Project management is still a foreign discipline in law firms.

Look within existing clients and your personal network and hitch your star to someone you like – and who likes you.

Professionals like other professionals. Network with others non-competitors who focus in your niche.